Chinese Business Negotiating Style

Author : Tony Fang
Publisher : SAGE
ISBN 13 : 9780761915768
Total Pages : 364 pages
Book Rating : 4.61/5 ( download)

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Download or read book Chinese Business Negotiating Style written by Tony Fang and published by SAGE. This book was released on 1999 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.

Author : Lucian Pye
Publisher : Praeger
ISBN 13 :
Total Pages : 144 pages
Book Rating : 4.96/5 ( download)

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Download or read book Chinese Negotiating Style written by Lucian Pye and published by Praeger. This book was released on 1992-02-18 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.

Author : Richard H. Solomon
Publisher : US Institute of Peace Press
ISBN 13 : 9781878379863
Total Pages : 228 pages
Book Rating : 4.60/5 ( download)

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Download or read book Chinese Negotiating Behavior written by Richard H. Solomon and published by US Institute of Peace Press. This book was released on 1999 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.

Author : Lothar Katz
Publisher : Booksurge Publishing
ISBN 13 :
Total Pages : 478 pages
Book Rating : 4.80/5 ( download)

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Download or read book Negotiating International Business written by Lothar Katz and published by Booksurge Publishing. This book was released on 2006 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Author :
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.32/5 ( download)

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Download or read book Chinese Commercial Negotiating Style written by and published by . This book was released on 1982 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study analyzes Chinese commercial negotiating practices for two reasons. The first is to minimize future misunderstandings in such activities, and the second is to provide guidance for government-to-government negotiations. The research procedure used involved interviews with American businessmen and bankers with extensive experience in the China trade, and--in order to control for American cultural factors--interviews with comparable Japanese bankers and businessmen. What was learned from the experiences of businessmen is to value in government-to-government negotiations, even though there are substantial differences between commercial and diplomatic relationships. At present both Beijing and Washington seek a more cooperative and complementary relationship. (Author).

Author : Tony Fang
Publisher :
ISBN 13 : 9789178719228
Total Pages : 292 pages
Book Rating : 4.24/5 ( download)

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Download or read book Chinese Business Negotiating Style written by Tony Fang and published by . This book was released on 1997 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Pervez N. Ghauri
Publisher : Emerald Group Publishing
ISBN 13 : 9780080442938
Total Pages : 548 pages
Book Rating : 4.35/5 ( download)

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Download or read book International Business Negotiations written by Pervez N. Ghauri and published by Emerald Group Publishing. This book was released on 2003-09-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.

Author : Claudia Dreizler
Publisher : GRIN Verlag
ISBN 13 : 3638940330
Total Pages : 30 pages
Book Rating : 4.37/5 ( download)

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Download or read book How to Negotiate with Chinese Managers written by Claudia Dreizler and published by GRIN Verlag. This book was released on 2008-05 with total page 30 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, 9 entries in the bibliography, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.

Author : Alfred D. Wilhelm
Publisher : DIANE Publishing
ISBN 13 : 0788123408
Total Pages : 316 pages
Book Rating : 4.05/5 ( download)

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Download or read book The Chinese at the Negotiating Table written by Alfred D. Wilhelm and published by DIANE Publishing. This book was released on 1994 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that surfaced during talks with the U.S. as early as 1949. 10 photos. Bibliography. Index.

Author : Lucian W. Pye
Publisher : Oelgeschlager
ISBN 13 :
Total Pages : 136 pages
Book Rating : 4.86/5 ( download)

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Download or read book Chinese Commercial Negotiating Style written by Lucian W. Pye and published by Oelgeschlager. This book was released on 1982 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: